Operating Model & Business Principles

Participation in the alliance should be seen in two forms:

  • First, one becomes a member of the alliance.
  • After that, one has the opportunity to engage with another member into a partnership around a product or service.

The integrity of the customer relationship and its ownership are sacred within the alliance.

Generally, the client is "owned" by either the local organization or whoever initiates (sells) the engagement.

Entering into a partnership with a fellow member is situational and is at the discretion of each member. No engagement is mandatory.

The alliance should be seen as additive to your own capabilities, and is not meant to be a total solution to every contingency or possibility.